How To Make A Godfather Offer.
We always hear how the OFFER is the most important thing in any sales and marketing message.
The common theme around this is called The Godfather offer.
“I’ll make him an offer he can’t refuse.”
A statement by Don Vito Corleone from the movie The Godfather.
And most times, we believe crafting an offer involves giving a lot of things to our prospects.
But is that what the Holy Father, Don Corleone would do?
Of course, not.
Don Vito Corleone, The Godfather understood one simple thing.
Something the great philosopher Brymo Olawale said too.
WE ALL NEED SOMETHING.
But Don Corleone went past understanding wants and needs.
He also knew what his prospect WANTED or NEEDED.
If the Mafia families needed peace to do their business, he gave it to them.
If a competitor wanted more territory, he’ll give it to them as long as he knew it wouldn’t be a problem for him in future.
Or just kill them if they were going to stress him out.
The guy with the morgue said he wanted justice, but he knew he needed vengeance and told him point blank.
If someone needed their ego to be massaged, he knew what to do.
And if someone NEEDED to die, well, he’d oblige them 😁
The thing is, offers aren’t just about throwing your menu or catalogue at your prospects.
Neither are there about gifts or freebies.
Offers are not just about prices either. Even though that’s important too.
But it’s more about zeroing on the ONE thing your prospect wants or needs.
Not twenty things.
What do you think a guy who hasn’t been in a relationship for the last five years needs?
A woman who’ll be in a relationship with him, of course.
And giving him that is a MASSIVE victory.
But the easiest thing you can do for him is helping him get a woman to go on a date with him.
It might be too simple for you, the offer maker, but it might be everything he needs at that point first.
That small victory is what builds up to the bigger victory of getting a girlfriend.
But all of these depends on the reason why he hasn’t been in a relationship in the last 5 years.
It might be that he goes on lots of dates but can’t just get someone to commit to.
This is why ASSUMPTION in sales and marketing is dangerous.
This is where EXCELLENT research bails you out.
Zeroing on one thing isn’t just about your product buyer.
It could also be about your user.
It’s common knowledge that your product user might not be your product buyer.
We’ve seen this in real estate when families buy houses.
The man pays for it, but if the kitchen is too small, the woman might tell him not to take it.
But focusing on user against buyer doesn’t always work.
As we’ve seen in families too.
A mini tab for learning for kids won’t be bought by the kids.
It’ll be bought by their parents.
So, who do you convince in this instance?
The buyer of course.
Because why would a parent want to get a learning tab for their kids?
Off the top of my head, I’ll say to give them a bright future, to make them learned and educated Bla bla bla.
But the real underlying truth is these parents want to be the proud parents of a brilliant child.
Imagine when their kids are called up to 5, 7, 10, 15x during their school’s prize-giving day.
Imagine when they walk down the street and people point at them and say “that’s the mother of that brilliant girl”.
Imagine when other parents gush about how well trained their children are during PTA meetings.
That’s your key – PRIDE.
Don Corleone might have been the master of making offers.
But he was better at understanding his prospects, whether rivals, competitors, partners, friends and family.
Understanding them helped him CRAFT his offers.
He knew what you wanted or needed, and he knew how to give it to you.
Godfather Offers are great, but they are only possible with understanding what your prospect NEEDS, and this is only possible through GREAT research & observation.
Then ZEROING in on these needs and offering it to them is how you win.